While Face-To-Face with Prospects, a Salesperson Can Adjust What He

question 191

True/False

While face-to-face with prospects, a salesperson can adjust what he or she says or does to take into consideration culture and other behavioral influences.

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Definitions:

Disgust

An emotional response of revulsion or strong disapproval aroused by something unpleasant or offensive.

Sympathy

Feelings of pity or sorrow for someone else's misfortune, often leading to supportive or compassionate actions.

Belief in a Just World

The cognitive bias that assumes people get what they deserve, leading to a rationale for misfortune and suffering.

Empathy-Altruism Model

The idea that the reason people help others depends on how much they empathize with them. When empathy is low, people help others when benefits outweigh costs; when empathy is high, people help others even at costs to themselves.